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Tuesday, February 14, 2023

Are You Practicing Self-Enablement?

You can’t win them all.

Hot streaks don’t last forever. Nor do your dry spells.

If you’ve been in sales for any period of time, you’ll hit a rough patch. It won’t last forever either. It’s about having the courage to keep going.

Sales is unforgiving. It doesn’t matter how well you do this month. Or this year. The meter is reset to zero next month. Or next year. And, you have to do it all over again.

Here’s the hard part. The definition of success almost always changes going forward.

To maintain your current level of performance, let alone meet raised expectations, you will have to become smarter, better, faster than you are now.

No matter how hard you try to avoid it, you will encounter failure in sales. It’s what you do in the face of that failure that matters.

Do you learn from your failures? More importantly, do you learn from your successes?

Have you become complacent with success? Do you play it safe? Satisfied with what you have? Or, do you take the risk to shake things up?

To me, this is where courage enters the equation.

When you’ve experienced success, what are you prepared to risk to ensure that you continue to win?

One of my favorite quotes is “If we want things to stay as they are, things will have to change.” That’s from Italian playwright Guiseppe Lampedusa.

Think about that for a minute. It doesn’t matter how good you are today, the world around you is rapidly changing. You have the mandate to change with it. Or be left behind.

For you to maintain the level of sales achievement you enjoy today, you have to enable yourself to be even better tomorrow.

Let’s say you achieved 100% of quota last year. Well, that 100% may be only 90% of quota this year. That’s nearly a 12% increase.

So, if you want to achieve 100% of quota next year, what changes are you going to make, to enable yourself to become 12% more productive?

This improvement won't occur by accident. And, it won't happen just by resolving to roll up your sleeves and work harder. You have to make a conscious effort to take deliberate steps to enable yourself to become more proficient each successive year.

Instead of sales enablement, think about this in terms of self-enablement.

In addition to what you’ve learned through your experience, and from whatever training you receive, how are you enabling your future performance? How much of your time and effort are you prepared to invest even more of your time, effort and money (or is it blood, sweat and tears?) in your personal development.

Final thought. I want to leave you with one more quote. This time from legendary business thinker, Jim Rohn. He said “Income seldom exceeds personal development.”

For you, as a sales pro, I’d modify that to say that income seldom exceeds self-enablement.

That’s never been more important than it is today.

Good selling,


Peter Mclees, Sales Coach, Trainer and Performance Consultant
SMART DEVELOPMENT

 

Take the Next Step...
Interested in learning how to develop your organization's leadership capability, culture, and employee engagement? We begin with a collaborative discovery process identifying your unique needs and business issues. To request an interview with Peter Mclees please 

contact: Email: petercmclees@gmail.com  or  Mobile:323-854-1713

Smart Development has an exceptional track record helping service providers, ports, sales teams, restaurants, stores, distribution centers, food production facilities, wealth management services, third-party maintenance providers, real estate services, nonprofits, government agencies and other businesses create a strong culture, leadership bench strength, coaching skills and the teamwork necessary for growth.

Having worked with several companies throughout their growth cycle, we have valuable insights and strategies that would help any late stage startup, small or medium sized company achieve sustained growth and prosperity.

 

  

Sunday, February 12, 2023

How to Be A Bold and Resilent Leader

 


 

 

 

 

 

 

 

What organizations need now more than ever are resilient leaders willing to be bold and lead their people through change. Times are disruptive. Supply chain issues remain. Employee morale may be at its lowest level in years. We are all still recovering from the effects of the pandemic.

Unfortunately, the burden rests on the shoulders of leaders. But you can lead your people through these unprecedented times by developing and displaying the qualities of resilient leaders throughout the ages.

Harvard Business School Professor Nancy Koehn states:

“Resilience is the capacity to not only endure great challenges but get stronger in the midst of them. This is such an extraordinarily important capability because we live in a world that’s one nonstop crisis—one calamity, one emergency, one unexpected, often difficult surprise—after another, like waves breaking on the shore.”

Eight Characteristics of Bold & Resilient Leaders

1) Self-Awareness

Everyone is watching you. Are you watching yourself? One of the most difficult tasks of leaders is to be self-aware. When surveyed, people think they have high levels of self-awareness, but when tested, the percentage of people with true self-awareness is low.

Self-awareness makes you an observer of your actions and emotional responses. You take back a measure of control over how you respond to the events that happen in your life. The most interesting outcome of self-awareness is that it actually makes you more open and empathic to others, allowing you to communicate with them more effectively.

Self-awareness is a key trait in becoming more resilient because you understand how you respond to stress and recognize the stressors in your life. Knowing your stressors allows you to build systems to manage their impact on your performance.

2) Delegates to Develop

In order to accomplish great outcomes and inspire the people around you, you must focus on your strengths and what the organization really needs from you. This will require you to delegate those tasks to keep you from doing those high-priority-focused actions.

Delegation is difficult because we are fearful others won’t do the tasks up to our standards. Guess what? They won’t be. In fact, it may be better, and it will always be different. Don’t despair over this. Rather than delegating to remove work from your plate, view delegation with a second purpose — team development. You allow your people to develop new and deeper skills when they take on your tasks. Yes, they may not do it perfectly the first time, but you can coach them through the task and have conversations on how to improve.

Once your people develop the skills to tackle tasks that once distracted you, you’ve increased your own workload capacity and the teams.

3) Confronts with Compassion

Confrontation is a necessary part of leadership. While there may be a handful of leaders who relish the opportunity to prove themselves right and put others in their place, the majority of us dread those difficult conversations. In fact, the leader who finds joy in “toxic” confrontation creates a culture of fear and easily diminishes morale throughout the organization.

Rather than going into a difficult conversation without preparation, it is helpful to have frameworks that you can practice and role-play. When I coach clients in navigating difficult conversations, I provide a framework they can fall back onto that creates confidence, and immediately empowers the conversation. Also, remember to make confrontation a conversation where you hold accountable but seek to understand. The goal is to change behavior and hold responsible but due so with respect and honor, so the relationship stays intact.

4) Continuous Learner

When you read biographies on great leaders throughout history, you rarely find one who isn’t a reader and continuous learner. Building on the other competency of self-awareness, part of focused learning should always be to enhance areas of weaknesses. Being curious and willing to expand your knowledge base even outside your industry and areas of expertise. Often the best ideas related to innovation come from interacting with spheres outside our normal work.

Being a continuous learner also means having a growth mindset. Rather than living in a fixed world where no improvement can occur, you deeply believe change is possible in yourself and others. This motivation is what drives you to explore and continue to learn.

Learn to see every challenge and obstacle as the ability to grow and become stronger, more resilient, and bold in action.

5) Risk Taker

It may be an urban legend, but Albert Einstein is reported to have said “The definition of insanity is doing the same thing over and over again, but expecting different results.” This accurately describes why leaders are willing to change and take risks. Even the best plans and operational strategies miss the mark. Everyone may be working productively and following plans at a high level, but metrics don’t seem to move. You aren’t getting closer to your objectives.

This is where leadership is needed. Leaders must step in and make the best decisions to shift course. This is often seen by those inside the organization as risky, but staying put and doing the same unproductive action is a greater risk.

Taking risks and communicating those changes clearly to your team is the hallmark of a great leader. Sharing a vision of where the new changes will take them and how it will improve their own performance will garner support and build motivation.

6)    Optimistic

Resilient leaders are optimistic regarding their people and the future of the organization. This is not pollyanna positive thinking where you ignore reality with fake smiles. That type of positive thinking can easily be labeled as “toxic positive”. You place a veneer of optimism on a bad situation without taking action to make things better.

The true optimist has a vision of a better tomorrow, recognizes the challenges, and makes the necessary changes to get to that vision. Communicating this type of optimism is magnetic and encourages people to follow your lead because you are supporting them to reach their goals regardless of the obstacles they may encounter.

7) Communicates with Clarity

In a recent Interact/Harris poll, 91% of 1000 employees believe their leaders lack good communication skills. The biggest problem with communication is we all tend to make it one way. For communication to have the clarity it needs to persuade, inspire, or instruct it must be part of a conversation. You have to understand to be understood.

Most of us know this but in the rush to distribute instructions or deliver information we often communicate with the assumption that we are being understood. To communicate with clarity, we must always check to see if our message is being heard. This can only happen through conversation.

8) Relationship Focused

People are your number one asset in your organization. Just like any asset, it can grow or possibly become a liability. A resilient leader builds a resilient team by deepening the skills and talents of the team.

Relationships can drive progress toward objectives. You bring others along your resilient journey by building trust and being open to differences. When you deepen the relationship with your people, they will be willing to make dramatic changes and accomplish outcomes they could never have done on their own.

Becoming a resilient leader can dramatically improve the quality of your employees and team members. You become the example they mirror. Your resilience and boldness begin to rub off and create a culture that becomes stress-proof and focused on achieving growth and objectives.

To your greater success and fulfillment,


Peter Mclees, Leadership Coach, Trainer and Performance Consultant
SMART DEVELOPMENT

 

Take the Next Step...
Interested in learning how to develop your organization's leadership capability, culture, and employee engagement? We begin with a collaborative discovery process identifying your unique needs and business issues. To request an interview with Peter Mclees please 

contact: Email: petercmclees@gmail.com  or  Mobile:323-854-1713

Smart Development has an exceptional track record helping service providers, ports, sales teams, restaurants, stores, distribution centers, food production facilities, wealth management services, third-party maintenance providers, real estate services, nonprofits, government agencies and other businesses create a strong culture, leadership bench strength, coaching skills and the teamwork necessary for growth.

Having worked with several companies throughout their growth cycle, we have valuable insights and strategies that would help any late stage startup, small or medium sized company achieve sustained growth and prosperity.